L'envie de financer un créateur néophyte. Approche exploratoire du premier entretien avec un banquier

Stéphane Foliard

Revue française de gestion, 2010, vol. n° 205, issue 6, 37-52

Abstract: Creating a first company raises the problem to obtain a bank loan by the entrepreneur who has difficulty in convincing a bank officer waiting for more than simple countable elements. In this article the author, a former bank officer himself, presents a qualitative research to identify the objective and subjective elements from which the banker decides to follow or not the creator. In a mix of objective information and subjective elements, the envy to finance articulates around three categories of influential phenomena : the context of the relation and the pressure of the bank, the professionalism of the creator perceived by the bank officer and the elements of the indispensable trust. The results can be useful for entrepreneurs by allowing them to prepare the interview better and for bank officers by improving their approach of the prospects.

Date: 2010
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